August 2009

August 31, 2009

I think it's safe to say that most sales professionals would rather deal with a warm friendly prospect over an unfriendly one. When you do deal with an unfriendly prospect, and you will, remain consultative and even-keeled. Your professionalism will usually pay off because there is generally very little competition for the difficult prospect's time or business. Also, once a difficult business person becomes a customer or client they are often some of your greatest supporters.

August 24, 2009

Make a list - When things get a bit overwhelming, start with listing out all your tasks. The list will help you prioritize your work and stop the tasks from running through your mind. Often, this small step toward getting things under control will help begin the feeling of relief.

Take action - Now that you have a list, take action on a few of the smaller items to get a sense of accomplishment. Stress and fatigue are rarely caused by the things you have done, but by the thought of what you haven't done!

Plan on the unplanned - Everyday something unexpected is going to happen. Count on it. Don't let last minute emergencies throw off your day - count on them to happen.

Outside influences - Spend your proverbial water cooler time with people who are positive and optimistic. When the economy is tight, you cannot afford to spend a precious minute of your time on those who aren't.

Improve time management - Check yourself and discover how you are using your time. Do you spend time doing the right things or the wrong things? Well, how well are you doing them? You may be doing the right things wrong or the wrong things right. Focus your energy on doing the right things right. Remember the 80/20 rule.

August 17, 2009

While ominous sounding, the term "murder board" is commonly used in academic and government arenas when referring to a committee or individuals who help someone prepare for a difficult oral exam or presentation.

Murder boards can be helpful for sales professionals. Often sales professionals believe that just because they are easy talkers and outgoing that they are effective communicators and salespeople. This false confidence keeps them from preparing and improving their communication skills.

Ask a group of peers to role play with you. Have them ask you the tough questions most frequently asked (or not asked) by your prospects and practice delivering your responses in a confident and persuasive manner. While this may be uncomfortable for you, this is the whole point of a murder board, making the real thing easier by comparison when it matters the most.

August 10, 2009

The next time you see geese flying above you in a "v" formation; it might interest you to know that as each goose flaps its wings, it creates uplift for the goose immediately following it. By flying in a "v" formation, the entire flock adds about 71 percent greater flying range than if each goose flew on its own.

When a goose falls out of formation, it feels the drag and resistance of flying alone and quickly returns.

When the lead goose gets tired, it will rotate to the back of the formation and another goose will take the lead position.

Geese honk to encourage those in front to keep up the speed.

When a goose gets sick or wounded, two other geese will follow it to the ground to offer protection or stay with it until the end, and then they will join another formation or catch up to their original group.

All of this means that they all benefit individually while working harmoniously as a team. Are you in formation with your team?

August 03, 2009

A progressive sales professional knows the value of asking great questions, especially in a business-to-business environment. Is there a magic formula for what questions to ask? The short answer is no. Certainly, industry or product specific questions combined with a genuine desire to discover the answers are important parts of the process.

These are some great questions to help you get the ball rolling with your prospect and ensure that your questions are as unique and stimulating as the answers you will receive.

• What do you look for . . . • What have you found. . . • How do you propose . . . • What has been your experience . . . • How have you successfully used . . . • How do you determine . . .• Why is that a deciding factor . . .• What makes you choose . . .• What do you like about . . .• What is one thing you would improve about . . .• What would you change about . . . (Don't ask - What don't you like about. . .)• Are there other factors . . .• What do your competitors do about . . .• How are you currently . . .• What are you doing to keep . . .• How often do you contact . . .• What are you doing to ensure . . .

Don't judge a salesperson by their answers, but rather the questions they ask.